How to Use the Internal Champions Method to Persuade Decision Makers
When you are using the internal champion method to sell your product or service, why leave it in the hands of that champion’s ability to persuade and articulate your value to the decision maker in that company? In many cases, you have two target personas: 👉 the end-user (internal champion) 👉 the buyer (their boss) Imagine the […]
Marketers, Learn to Master the Art of Sales
The best marketers are those who have mastered the art of sales. Learn how to sell! What does a typical sales process look like? 👉 1. Build rapport Remember this equation trust + time = rapport. 👉 2. Qualify the buyer Ensure you are speaking to those who are in a position to buy what […]
Never Leave Money on the Table – A Lesson in Sales
When I was 17, I worked as a sales associate at a snowboard shop in Banff, Alberta. My manager taught me many important lessons about sales that I still remember today. In one of my first big sales at the shop, a guy came in and bought a snowboard and bindings. As I was bringing […]
How to Use the ABT Method in Sales and Marketing
Unlike the ABC sales method in Glengarry Glen Ross, marketers use the ABT method – Always Be Testing. The ABT method is rooted in the belief that there is always room for improvement and that every aspect of the sales & marketing process should be subject to analysis and adjustment. The ABT method typically involves […]